Platform Account Executive, Enterprise (Fintech)

Location: UK - London; hybrid work from the London office three days a week

Company

Airwallex provides AI-native financial infrastructure for global payments and embedded financial products, serving businesses through its regulated payments and financial operations platform.

What you will do

• Own complex, consultative enterprise sales cycles from prospecting and discovery through negotiation, contract signature, and launch.
• Build relationships with vertical SaaS companies, marketplaces, fintechs, and other platform businesses.
• Help customers embed accounts, payments, payouts, FX, and cards into their products.
• Analyze customer business models, platform architecture, and money flows to develop commercial propositions.
• Build the UK/I enterprise pipeline through research, outbound prospecting, referrals, industry networks, and targeted engagement.
• Partner with SDRs, Solutions Engineering, Product, Legal, Risk, Operations, and Account Management on business cases, technical workshops, implementation handover, and sales playbook development.

Requirements

• Five years of sales experience, ideally in complex B2B, enterprise, or technical sales.
• Experience owning consultative sales cycles involving multiple stakeholders and technical or API-enabled products.
• Strong discovery, commercial negotiation, presentation, and deal-orchestration skills.
• Ability to understand business models, platform architecture, and money flows and translate complex requirements into clear commercial propositions.
• Track record of building pipeline, progressing opportunities, and closing deals through ambiguity and long sales cycles.
• Confidence engaging stakeholders across Product, Engineering, Finance, Operations, Risk, Compliance, and Customer Success.
• Ability to work in the office three days per week and value in-person collaboration.

Nice to have

• Payments experience in fintech, especially embedded finance, platforms, marketplaces, acquiring, payouts, or issuing.
• Experience selling to vertical SaaS companies, fintechs, marketplaces, or other platform customers.
• Experience selling APIs, financial infrastructure, banking-as-a-service, payment infrastructure, or other technical products.
• Around five or more years of enterprise or strategic sales experience.
• Experience navigating long technical sales cycles with multiple decision-makers and implementation dependencies.

Culture & Benefits

• Work in a builder-oriented environment focused on an emerging embedded finance category.
• Operate with autonomy, comfort with ambiguity, first-principles thinking, and ownership of day-to-day execution.
• Collaborate cross-functionally with integrity, thoughtfulness, and respect.
• Work on technically complex, high-consequence deals that influence how customers take products to market.

Hiring process

• Apply only through careers.airwallex.com or Airwallex's official LinkedIn page.
• Official communication will come from an @airwallex.com email address; Airwallex will not request payment, bank details, or sensitive identification numbers during recruitment.
• Unsolicited resumes from search firms or recruiters are not accepted.